The customized in-house version of Breakthrough Selling is a dynamic, engaging, and highly interactive program where members of the class work as individuals and teams in sales case studies and exercises that bring to light powerful lessons in how to become a top performing sales person.
About the Course
Most salespeople today are battling valiantly against the forces of commoditization - but unfortunately, most of them are failing. The job of differentiating yourself in the eyes of the customers and effectively articulating the unique value that you provide is a challenging one. In our sales training programs we often hear questions and concerns from salespeople like these: How do we differentiate ourselves versus the competition? Why does the buyer only care about price? Why don't our customers appreciate our value-added features as much as we think they should? How can I win more customers? How can I create loyalty among my customers so they don't switch to one of my competitors the next time they walk in the door with a cheaper price? These are some of the key questions that we answer in Breakthrough Selling. Along the way we show you how you as the salesperson are the differentiator and how you can turn yourself into a top performing sales professional!
Breakthrough Selling Course Topics:
The Customer-Focused Approach to Selling - Battling the Forces of Commoditization - Discovering the most Powerful Source of Differentiation - The Double Your Sales revenue Model - The Path to Becoming a Trusted Advisor to your Customers - the 7-Step Breakthrough Selling Process - Preparing Powerful Selling Stories and Knowing When and How to Use Them - Making Initial Contact with Your Prospect - Winning Over the Gatekeeper - Account Analysis and Planning - Achieving a Great First Meeting - Establishing Credibility and Building Relationships - How to Effectively Qualify Your Customer - Earning the Opportunity to Move Forward - Discovering Your Customers' Needs - Understanding the Personal and Professional Motivations of Your Buyer - Getting Inside Your Customer's Brain: How to Think Like Your Customers - Powerful Questioning and Listening Strategies that will Set you Apart from Your Competition - Identifying Influencers and Gaining their Support - Developing Superior Customer-Focused Solutions - Presenting Solutions that Involve the Customer - Refining Your Customer-Focused Solution - Closing the Sale - What to Do When Your Customer Wants a Discount - Negotiating Strategies that Protect Your Pricing Integrity - What to do After the Sale is Over - How to Dramatically Increase Your Sales Through Referrals - How to Capture Your Customer for Life
What You Get
Every attendee receives Audio CD's, Breakthrough Selling eBook, Breakthrough Selling Workbook, 12 Month Breakthrough Selling Audio Tips Program, a one-year membership in the Breakthrough Selling Online Course Center where they can continue to access on-demand content 24/7/365, attend live events, interact and share ideas with other course attendees and alumni, and more!
Who Should Attend?
- Sales people - For those new to sales and for seasoned sales professionals. New salespeople will learn the skills and behaviors necessary to become a top performer. Seasoned sales professionals will learn how to take their sales efforts to the next level by closing more sales, increasing customer-spend within individual accounts, and by creating customer loyalty that cannot be broken by the competition.
About the Author and Instructor, Kevin Greene:
Kevin has trained thousands of sales professionals across hundreds of organizations from companies like Ecolab, Xerox, Blue Cross, Smurfit-Stone, JELD-WEN, and more! Kevin is an author, a dynamic speaker, and a uniquely experienced and trusted advisor to his customers. He is known for his great enthusiasm and passion for helping to coach and develop people and organizations.
Bring Breakthrough Selling In-House!
For groups of 6 or more, contact sales@ibreakthrough.com today to begin discussing how you can bring Breakthrough Selling in-house to your organization today!